You call your dream client to ask them for a meeting. After you pitch them on the value of a meeting, they say: “Can you email me some information?” You tell them you can’t send anything, rejecting their very first request, and ensuring they…

Professionals and performers rehearse. They prepare themselves to do their very best work when it matters most. In sales, it’s easy to pretend that we are too busy to train and to role-play our most important conversations, creating a state of…

There is power in silence.

When you feel uncomfortable, you may continue talking when it no longer serves you.

Continuing to speak can give the impression that you are not confident in what you are saying. Worse, it can prevent your dream client…

Weak salespeople tell the client what they want to hear. Great salespeople tell the client what they need to hear.

Want to Hear

The weak salesperson tells the client what they believe he wants to hear. They believe that by telling the client…

I have clients who rely very heavily on text messages. Their children have trained them to use text, and now they use it for business communications. It’s fast when you need to send a quick note and, when you need a quick response, it is better…

Anonymous says, “I am not good at gaining rapport. I need to be better with people.” I don’t have all of the answers, but I have some ideas our friend anonymous might work with for a while.

Smile: Want to know the quickest way to open people up…

The customs agent was losing his patience with the small, demure Asian woman standing in front of him, struggling to understand his command that she sign her custom form. He yelled, “I need your signature!” It was the fourth time he made his…